ISMAT 22679

Negotiation, Leadership and Motivation Techniques

• ApresentaçãoPresentation

  This UC aims to promote leadership, motivation and negotiation skills in students as well as to raise their awareness of the importance of promoting them in the organizations where they will work.
• ProgramaProgramme

  S1. Negotiation 1.1 - Basics of negotiation 1.2 -  Trading planning 1.3 - The importance of credibility and rapport 1.4 - Developing solutions and Conflict resolution 1.5 - Establishing trusting relationships S2. Motivation 2.1 - Main theories of motivation 2.2 - Motivation and performance 2.3 - Feedback, recognition and reward 2.4 - Motivation in workgroups 2.5 - Establishing the partnership culture S3. Leadership 3.1 - Fundamentals of leadership 3.2 - Situational context and adaptive leadership 3.3 - Power and influence tactics 3.4 - Charismatic and transformational leadership 3.4 - Leadership in groups 3.5 - Strategic leadership 3.6 - Leadership for diversity and cross-cultural contexts 3.7 - Leadership based on values and ethics  
• ObjectivosObjectives

  At the end of this curricular unit, students should be able to:   LG1 - Know the negotiation process LG2 - Analyze and develop interpersonal negotiations skills. LG3 - Know how to use techniques to overcome obstacles or business blocks. LG4 - Know and know how to apply modern instruments for conflict resolution. LG5 - Understand the importance of motivation in the organizational context. LG6 - Identify leadership styles and their suitability to the situational context
• BibliografiaBibliography

  Carvalho, J. C. (2013). Negociação. 4ª Edição Lisboa: Edições Sílabo. Fachada, O. (2010). Psicologia das Relações Interpessoais. Lisboa: Edições Silabo. Fachada, O. (2014). A Prática da liderança. A liderança na prática. 1ª Ed. Lisboa: Edições Sílabo. Horton, S. (2016). The Leader's Guide to Negotiation: How to Use Soft Skills to Get Hard Results. Pearson: London. Sirota, D., Klein, D. A. (2014). The Enthusiastic Employee: How Companies Profit by Giving Workers What They Want (2. Ed.). London: Pearson. Yukl, G. (2020). Leadership in Organizations, Global Edition (9. Ed.). London: Pearson.    
• MetodologiaMethodology

  ME1. Theoretical exposition of syllabus; ME2. Group dynamics; ME3. Case studies; ME4. Autonomous reading and debates   Continuous Assessment GROUP 40% - YouTube Channel "Leaders of Portugal" - http://www.youtube.com/c/LideresdePortugal * Video Case Study Script - 10% = Maximum delivery date (Moodle + email) = April 13, 2026 * 20% Episode Production - Video Case Study/Case study of a Portuguese Leader/Real Organization - ORAL Pitch + YouTube Publication - June 15, 2026 * 10%: 2-page reflective report. June 15, 2026 INDIVIDUAL - 60% * Written assessment test (40%). - June 8, 2026 * 20% Book Review - Written + Oral - Publication at desenvolvimento-organizacional.blogspot.com/; Moodle+ BLOG June 15, 2026   Assessment by exam: Students who do not pass the continuous assessment will receive a grade based solely on the result of this exam (100%).   Participation in all assessment components is mandatory. Failure to participate will result in automatic failure, regardless of the final average.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não